Set Your Targets

It’s a simple fact. You can’t expect sales to improve if you’re not prioritizing your time in the right places. So what can you do differently? Here are some ideas:

  1. Decide what you want to achieve. Pinpoint it exactly. How much and when?
  2. List the tasks you need to complete. Goals don’t achieve themselves. List all tasks needed to make your goal a reality.
  3. Create deadlines. Put it in your calendar and take progressive action.
  4. Hold yourself responsible. Only you control your destiny, and your sales!

If you want to grow your sales, you need to focus on what you know you can do and what you want to do. Setting goals, even if you don’t accomplish them every time, helps to keep you focused and keeps your sights set on a brighter horizon.

Food for thought.

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Know Your Numbers

Not all prospective buyers you come in contact with are going to be those you want to spend time and energy on cultivating. No matter what business you are in, there will always be buyers who provide greater value to you than others.

So, you must be able to differentiate between those that are profitable for you and those that are not, those that are costing you more money or time than they are worth. How?

By calculating your buyers lifetime value. Simply determine what it costs you to attract and retain a given buyer, then subtract the revenue that partnership may bring to your business. Many may seem profitable on the surface and end up providing a negative return on your investment. Then comes the hard part. You need to get rid of or walk away from those costing you too much time, money and/or effort.

Once you have done this you will be better able to target your sales efforts to focus on those you want to do business with, who will most likely help you and your business to grow.

Food for thought.

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